Principal, Business Development - Physical AI & Robotics
Lavendo, San Francisco, CA, United States
About the Company
Our client is a Nasdaq-listed AI infrastructure company that has grown revenue 6x year-over-year. Backed by multi-billion dollar contracts with the world's largest technology companies, they are building the full-stack GPU cloud platform that powers the next generation of AI.
The Mission Our client is building the default infrastructure layer for embodied intelligence — the GPU cloud, simulation environments, and inference services that will enable robots, autonomous systems, and physical AI to move from research labs into the real world.
The Opportunity This is a 'Zero to One' role: the founding commercial lead for the Physical AI vertical. You will define and execute the go-to-market strategy for an entirely new ecosystem — bridging the gap between cutting-edge AI infrastructure and the companies building foundation models for robotics, humanoid robots, and simulation tools. This is a rare chance to shape a market, not just sell into one.
What You'll Do
Create and own the comprehensive GTM strategy for the Physical AI vertical, defining segmentation, targeting, and positioning for Model Builders, Robot Builders, and ISVs
Identify and secure relationships with the top 10 most innovative companies in the ecosystem, converting them into Design Partners whose success validates the platform
Own the long-term revenue trajectory of the Physical AI domain, translating early technical wins into high-volume compute consumption at scale
Build the Physical AI Playbook — battle cards, training modules, and positioning guides that enable the broader sales organization
Map the critical software stack (simulation platforms, data labeling, middleware) and structure co-sell partnerships
Serve as the primary voice of the Physical AI customer to Product & Engineering
Evangelize the company's vision at industry events (CVPR, CoRL, ICRA) and executive briefings
What You Bring
7+ years in business development, strategic partnerships, or product strategy within Cloud, AI, or Robotics
Proven ability to define a GTM strategy from scratch — you've segmented a market, defined the pitch, and built the playbook for others to follow
Deep fluency in the Physical AI ecosystem: you understand Sim2Real, foundation model training, inference latency, and know the key players
Experience bringing new, complex technologies to technical early adopters before a playbook existed
Cross-functional orchestration — you've aligned Sales, Marketing, Product, and Partnerships behind a unified GTM
Strong executive presence with VC-backed founders and CTOs
Nice-to-Haves:
Direct experience in robotics, humanoids, or autonomous systems
Existing relationships with Physical AI ecosystem players
Conference speaking experience at CVPR, CoRL, ICRA
Technical degree in CS, Robotics, or Engineering
Key Success Drivers
Builder mentality — you thrive in ambiguity and prefer defining the path over following it
Founder-level urgency — you move fast, iterate in real time, and don't wait for permission
Technical curiosity — you stay close to the product and speak the language of engineers
Ecosystem thinking — you see the entire value chain, not just individual deals
Narrative ability — you can distill complex infrastructure into a compelling story for founders, CTOs, and investors
Compensation & Benefits
OTE: $300,000–$350,000 + equity in a Nasdaq-listed company with 500%+ stock growth since 2024
100% company-paid medical, dental, and vision for you and your family
401(k) with up to 4% match and immediate vesting
20 weeks paid parental leave (primary caregivers)
Remote-first — work from anywhere in the US, with preferred hubs in SF Bay Area and Austin
Employer Highlights
Revenue growing 6x year-over-year
Multi-billion dollar partnerships with the world's largest tech companies
Hundreds of engineers with deep experience building world-class infrastructure at scale
Full-stack platform: custom data centers, GPU clusters, managed services, inference APIs
You will define how intelligence moves from the data center into the physical world
We are proud to be an equal opportunity workplace and are committed to equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity, or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.
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The Mission Our client is building the default infrastructure layer for embodied intelligence — the GPU cloud, simulation environments, and inference services that will enable robots, autonomous systems, and physical AI to move from research labs into the real world.
The Opportunity This is a 'Zero to One' role: the founding commercial lead for the Physical AI vertical. You will define and execute the go-to-market strategy for an entirely new ecosystem — bridging the gap between cutting-edge AI infrastructure and the companies building foundation models for robotics, humanoid robots, and simulation tools. This is a rare chance to shape a market, not just sell into one.
What You'll Do
Create and own the comprehensive GTM strategy for the Physical AI vertical, defining segmentation, targeting, and positioning for Model Builders, Robot Builders, and ISVs
Identify and secure relationships with the top 10 most innovative companies in the ecosystem, converting them into Design Partners whose success validates the platform
Own the long-term revenue trajectory of the Physical AI domain, translating early technical wins into high-volume compute consumption at scale
Build the Physical AI Playbook — battle cards, training modules, and positioning guides that enable the broader sales organization
Map the critical software stack (simulation platforms, data labeling, middleware) and structure co-sell partnerships
Serve as the primary voice of the Physical AI customer to Product & Engineering
Evangelize the company's vision at industry events (CVPR, CoRL, ICRA) and executive briefings
What You Bring
7+ years in business development, strategic partnerships, or product strategy within Cloud, AI, or Robotics
Proven ability to define a GTM strategy from scratch — you've segmented a market, defined the pitch, and built the playbook for others to follow
Deep fluency in the Physical AI ecosystem: you understand Sim2Real, foundation model training, inference latency, and know the key players
Experience bringing new, complex technologies to technical early adopters before a playbook existed
Cross-functional orchestration — you've aligned Sales, Marketing, Product, and Partnerships behind a unified GTM
Strong executive presence with VC-backed founders and CTOs
Nice-to-Haves:
Direct experience in robotics, humanoids, or autonomous systems
Existing relationships with Physical AI ecosystem players
Conference speaking experience at CVPR, CoRL, ICRA
Technical degree in CS, Robotics, or Engineering
Key Success Drivers
Builder mentality — you thrive in ambiguity and prefer defining the path over following it
Founder-level urgency — you move fast, iterate in real time, and don't wait for permission
Technical curiosity — you stay close to the product and speak the language of engineers
Ecosystem thinking — you see the entire value chain, not just individual deals
Narrative ability — you can distill complex infrastructure into a compelling story for founders, CTOs, and investors
Compensation & Benefits
OTE: $300,000–$350,000 + equity in a Nasdaq-listed company with 500%+ stock growth since 2024
100% company-paid medical, dental, and vision for you and your family
401(k) with up to 4% match and immediate vesting
20 weeks paid parental leave (primary caregivers)
Remote-first — work from anywhere in the US, with preferred hubs in SF Bay Area and Austin
Employer Highlights
Revenue growing 6x year-over-year
Multi-billion dollar partnerships with the world's largest tech companies
Hundreds of engineers with deep experience building world-class infrastructure at scale
Full-stack platform: custom data centers, GPU clusters, managed services, inference APIs
You will define how intelligence moves from the data center into the physical world
We are proud to be an equal opportunity workplace and are committed to equal employment opportunity regardless of race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, genetic information, veteran status, gender identity, or expression, sexual orientation, or any other characteristic protected by applicable federal, state or local law.
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